February 27, 2013

Sales analytics is bringing science to selling. A more scientific approach to selling using sales analytics is helping companies overcome competition and satisfy demanding customers by focusing resources on customers.

Data segmentation is focusing resources on qualified buyers so that every dollar is spent on a customer.

Data is helping sales agents market complex product and service offerings based on customer preferences and history.

Data analysis is creating business intelligence which is embedded into business rules to guide selling and promotion tactics.

Sales analytics beyond standard reporting includes business intelligence embedded into business rules to drive the sales pitch, offer, price, and promotion.

Sales analytics enables sales to be a service.

Integrate the marketing, sales, and service functions around customer and market segments to provide both a personalized and seamless customer experience.

Sales analytics helps answer the following questions:

Question: How do you acquire and retain more customers using their preferred channels?

Question: How do you connect Sales & Marketing and Customer Relations to provide a seamless customer experience?

Question: How do you achieve greater share of wallet and per customer spend with better sales ROI?

Question: Which customer segments have a propensity to buy and which prospective customers should I prioritize?